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Oil Spill Response

Working alongside senior members of the commercial team, we developed and facilitated tailored blended learning programmes to improve the sales, negotiation and influencing skills of a global account team.

Case study - Business Development Programme

Facilitation
and design of a brand new Business Development Programme for an
international Business Development Team at Oil Spill Response Ltd. (OSRL) to change their team’s mind set and behaviours from tactical sales to strategic
account management.

The brief / challenge

To develop a tailored business development programme that
would equip the Business
Development Team with the skills, attitude and behaviours to develop viable
account strategies and successfully manage accounts as opposed to short term
tactical sales. The programme also had to meet the needs of a range of job
roles across geographies and time zones (stretching from UK to Ghana and
Singapore).

The solution

We developed a six month-long blended learning programme, involving a combination of face-to-face workshops, webinars, e-learning modules, coaching, group work in learning sets
and individual work, to ensure face-to-face time was optimised and to allow the
team members to practise new skills and experiment with new behaviours in a
safe environment

The programme sought to address the diverse needs of the
group, which comprised managers and executives alike, whilst remaining aligned
to key business objectives. It focused on two main areas:

Sales: concentrated on skills development, such as negotiation, stakeholder mapping and the RIGHT sales model.

Account management: concentrated on defining the account management process within the organisation and clarifying the role of the Account Manager, identifying accounts, and planning account strategies for the short and long term.

The results

Delegates were
able to implement newly-acquired techniques as soon as they finished the first
module. For instance, using knowledge of personality styles to develop their
internal network; planning client sales meetings and negotiations in more
detail using the Negotiation Planner and listening more carefully to clients in
order to address their needs more accurately using the RIGHT model.

Sustained learning within the
Business Development Team means that there has been a noticeable positive
change in attitude, skills, and behaviour

The team
is now ready to contribute further to the development and implementation of
OSRL’s account management process, whilst continuing to draw on their
newly-acquired sales skills.

"The Juniper Co. has supported a number of our development initiatives over the past three years, both in the UK and in our Asia Pacific region. The team took the time to understand OSRL’s challenges and tailored specific programmes in the areas of sales, account management and negotiation skills.

Learning was brought to life through simulation exercises and roleplay scenarios, and we are delighted with the result: a more confident and skilled business development team and improved proposal conversion rate."

Gemma Littlewood, Commerical Manager, Oil Spill Response Ltd.

"Nicki and her team 'got' OSRL and our challenges immediately and were able to help the Business Development Team develop and implement key account strategies as well as equip them with technical sales skills. Leading to top-line growth, our members will ultimately benefit."

Robert Limb, Chief Executive, Oil Spill Response Ltd

“People are saying it is the best training programme they have ever been on!”

Simon Dewhirst, Business Development and Membership Director, Oil Spill Response Ltd and former delegate